The effect of cultural differences, source expertise, and argument strength on persuasion: An experiment with Canadians and Thais

Journal of International Consumer Marketing

Volumn 13, Issue 1, 2000, Pages 77-101

  Pornpitakpan, Chanthika ^a   Francis, June N P ^b  

^a NATIONAL UNIVERSITY OF SINGAPORE   (Singapore)

^b SIMON FRASER UNIVERSITY   (Canada)

Author keywords

Advertising effects; Argument strength; Canada; Cross cultural differences; Elaboration Likelihood Model; Message quality; Persuasion; Source credibility; Source expertise; Thailand

Indexed keywords

EID: 1542334925     PISSN: 08961530     EISSN: 15287068     Source Type: Journal    
DOI: 10.1300/J046v13n01_06     Document Type: Article

References (56)

1. Aaker, Jennifer L. and Durairaj Maheswaran (1997), The Effect of Cultural Orientation on Persuasion, Journal of Consumer Research, 24 (December),315-328.
2. Agrawal, Madhu (1995), Review of a 40-Year Debate in International Advertising, International Marketing Review, 12(1), 26-48.
3. Albers-Miller, Nancy D. and Betsy D.Gelb (1996), Business Advertising Appeals as a Mirror of Cultural Dimensions: A Study of Eleven Countries, Journal of Advertising, 25(4), 57-70.
4. Andrews, J.Craig and Terence A.Shimp (1990), Effects of Involvement, Argument Strength, and Source Characteristics on Central and Peripheral Processing of Advertising, Psychology and Marketing, 7(Fall), 195-214.
5. Bailey, JamesR., Chao C. Chen, and Sheng-Gong Dou (1997), Conceptions of Self and Performance-Related Feedback in the U.S., Japan and China, Journal of International Business Studies, 28(3), 605-625.
6. Brislin, R. (1970), Back-Translation for Cross-Cultural Research, Journal of Cross-Cultural Psychology, 1,185-216.
7. Cacioppo, John T. and Richard E. Petty (1984), The Elaboration Likelihood Model, in Advances in Consumer Research, Vol. 11, T. C. Kinnear, ed. Provo, UT: Association for Consumer Research, 673-675.
8. Chaiken, Shelly and Duraira Maheswaran (1994), Heuristic Processing Can Bias Systematic Processing: Effects of Source Credibility, Argument Ambiguity and Task Importance on Evaluation Judgments, Journal of Personality and Social Psychology, 66 (March), 460-473.
9. Chan, Wing-Tsit (1967), The Individual in Chinese Religions, in The Chinese Mind, Charles A. Moorehead, ed. Honolulu: University of Hawaii.
10. Chow, Chee W., Michael D. Shields, and Yoke Kai Chan (1991), The Effects of Management Controls and National Cultureon Manufacturing Performance: An Experimental Investigation, Accounting, Organizations, and Society, 16(3), 209-227.
11. Cutler, Bob D., S. Altan Erdem, and Rajshekhar G. Javalgi (1997), Advertiser’s Relative Reliance on Collectivism-Individualism Appeals: A Cross-Cultural Study, Journal of International Consumer Marketing, 9(3), 43-55.
12. Dawar, Niraj, Philip M. Parker, and Lydia J. Price (1996), A Cross-Cultural Study of Inter personal Information Exchange, Journal of International Business Studies, 27 (3), 497-516.
13. Dyal, James A. (1984), Cross-Cultural Research with the Locus of Control Construct, in Research with the Locus of Control Construct, Vol. 3: Extensions and Limitations, Herbert M. Lefcourt, ed. Orlando: Academic, 209-306.
14. Erbring, Lutz and Alice A.Young (1979), Individuals and Social Structure: Contextual Effects as Endogenous Feedback, Sociological Methods and Research, 7 (May), 396-430.
15. Feldman, John and John Lynch, Jr. (1988), Self-Generated Validity and Other Effects of Measurements on Belief, Attitude, Intention, and Behavior, Journal of Applied Psychology, 73 (August), 421-435.
16. Foschi, M. and W. H. Hales (1979), The Theoretical Role of Cross-Cultural Comparisons in Experimental Social Psychology, in Cross-Cultural Contributions fo Psychology, Lutz H. Eckensberger, Walter J. Lonner, and Ype H. Poortinga, eds. Lisse, Netherlands: Swets and Zeitlinger.
17. Frey, F. (1970), Cross-Cultural Survey Research in Political Science, in The Methodology of Comparative Research, R.W. Holt and J.E. Turner, eds. New York: Free Press.
18. Gardner, M.P.(1983), Advertising Effects on Attributes Recalled and Criteria Used for Brand Evaluations, Journal of Consumer Research, 10, 310-318.
19. Hamid, P. N. (1994), Self-Monitoring, Locus of Control, and Social Encounters of Chinese and New Zealand Students, Journal of Cross-Cultural Psychology, 25 (3), 353-368.
20. Han, Sang-Pil and Sharon Shavitt (1994), “ Persuasion and Culture: Advertising Appeals in Individualistic and Collectivistic Societies,” Journal of Experimental Social Psychology, 30 (July), 326-350.
21. Heesacker, Martin, Richard E. Petty, and John T. Cacioppo (1983), Field Depen dence and Attitude Change: Source Credibility Can Alter Persuasion by Affecting Message-Relevant Thinking, Journal of Personality, 51(December), 653-666.
22. Hofstede, Geert (1980), Culture’s Consequences: International Differences in Work- Related Values, Beverly Hills: Sage.
23. Hofstede, Geert (1983), The Cultural Relativity of Organizational Practices and Theories, Journal of International Business Studies, 14 (Fall), 75-89.
24. Hofstede, Geert (1991), Cultures and Organizations: Software of the Mind, London: McGraw-Hill.
25. Hofstede, Geert and Michael Harris Bond (1984), Hofstede’s Culture Dimensions: An Independent Validation Using Rokeach’s Value Survey, Journal of Cross Cultural Psychology, 15 (December), 417-433.
26. Hofstede, Geert and Michael Harris Bond (1988), The Confucian Connection: From Cultural Roots to Economic Growth, Organizational Dynamics, 16(4), 4-21.
27. Hovland, Carl, Irwin L. Janis, and Harold Kelley (1953), Communication and Persuasion, New Haven: Yale University.
28. James, W. H., A. B. Woodruff, and W. Werner (1965), Effect of Internal and External Control upon Changes in Smoking Behavior, Journal of Consulting Psychology, 29,127-129.
29. Leach, Mark P. and Annie H. Liu (1998), The Use of Culturally Relevant Stimuliin International Advertising, Psychology and Marketing 15(6), 523-546.
30. Lee, Chol and Robert T. Green (1991), Cross-Cultural Examination of the Fishbein Behavior alI ntentions Model, Journal of International Business Studies22 (Second Quarter), 289-305.
31. Lutz, Richard J., S.B. MacKenzie, and G.E. Belch (1983), Attitude Toward the Ad asa Mediator of Advertising Effectiveness: Determinants and Consequences, in Advances in Consumer Research, Vol.10, R. P Bagozzi and A. M. Tybout, eds. Ann Arbor, MI: Association for Consumer Research. 532-539.
32. Lynch, John G., Jr., Howard Marmorstein, and Michael F. Weigold (1988), Choices from Sets Including Remembered Brands: Use of Recalled Attributes and Prior Overall Evaluations, Journal of Consumer Research,15 (September),169-184.
33. Mausner, B. and E. S. Platt (1971), Smoking: A Behavioral Analysis, Elmsford, NY: Pergamon Press.
34. McGinnies, Elliott and C. Ward (1974), Persuasibility as a Function of Source Credibility and Locus of Control: Five Cross-Cultural Experiments Journal of Personality, 42, 360-371.
35. Moore, Danny L., Douglas Hausknecht, and Kanchana Thamodaran (1986), Time Compression, Response Opportunity , and Persuasion, Journal of Consumer Research, 13(June), 85-99.
36. Petty, Richard E. and JohnT. Cacioppo (1979), Issue-Involvement Can In creaseor Decrease Persuasion by Enhancing Message-Relevant Cognitive Responses, Journal of Personality and Social Psychology, 37,1915-1926.
37. Petty, Richard E. and John T. Cacioppo (1981a), Attitude and Persuasion: Classic and Contemporary Approaches, Dubuque, IA: Brown.
38. Petty, Richard E. and John T. Cacioppo (1981b), Issue Involvement as a Moderator of the Effects on Attitude of Advertising Content and Context, in Advancesin Consumer Research, Vol. 8, K. Monroe, ed. Ann Arbor, MI: Association for Consumer Research, 20-24.
39. Petty, Richard E. and JohnT. Cacioppo (1984), Source Factors and the Elaboration Likelihood Model of Persuasion, in Advances in Consumer Research, Vol. 11, T. C. Kinnear, ed. Provo, UT: Association for Consumer Research, 668-672.
40. Petty, Richard E. and John T. Cacioppo (1986a), Communication and Persuasion: Central and Peripheral Routes to Attitude Change, New York: Springer/ Verlag.
41. Petty, Richard E. and JohnT. Cacioppo (1986b), The Elaboration Likelihood Model of Persuasion, in Advances in Experimental Social Psychology, Vol.19, L.Ber- kowitz, ed. New York: Academic, 123-205.
42. Petty, Richard E., John T. Cacioppo, and Rachel Goldman (1981), Personal Involvement asa Determinant of Argument-Based Persuasion, Journal of Personality and Social Psychology, 41 (November), 847-855.
43. Riordan, Christine and Robert J. Vandenberg (1994), A Central Question in Cross Cultural Research: Do Employees of Different Cultures Interpret Work-Related Measures in an Equivalent Manner? Journal of Management, 20 (3),643-671.
44. Ritchie, E. and E. Phares (1969), Attitude Changeas a Function of Internal-External Control and Communicator Status, Journal of Personality, 37,429-443.
45. Ryckman, R. M., W. C. Rodda, and M. F. Sherman (1972), Locus of Control and Expertise Relevanceas Determinants of Changesin Opinion About Student Activism, Journal of Social Psychology, 88,107-114.
46. Shackleton, Viv. J. and Abbas H. Ali (1990), Work-Related Values of Managers: A Test of the Hofstede Model, JournalofCross-CulturalPsychology,21,109-118.
47. Shoham, Aviv (1995), Global Marketing Standardization, Journal of Global Marketing, 9(1/2), 91-119.
48. Shoham, Aviv (1996), Effectiveness of Standardized and Adapted Television Advertising: An International Field Study Approach, Journal of international Consumer Marketing, 9(1), 5-23.
49. Sorrentino, Richard M., D. Ramona Bobocel, Maria Z. Gitta, and James M. Olson (1988), “Uncertainty Orientation and Persuasion: Individual Differences in the Effects of Personal Relevanceon Social Judgments, Journal of Personality and Social Psychology, 55 (September), 357-371.
50. Steenkamp, Jan-Benedict E. M., Frenkel terHofstede, and Michael Wedel (1999), A Cross-National Investigation into the Individual and National Cultural Ante- cedents of Consumer Innovativeness, Journal of Marketing, 63(2), 55-69.
51. Triandis, Harry C.(1988), Collectivismvs. Individualism: AR econceptualization of a Basic Concept in Cross-Cultural Social Psychology, in Cross-Cultural Studies of Personality, Attitudes and Cognition, Gajendra K. Verma and Christopher Bagley, eds. London: Macmillan, 60-95.
52. Triandis, Harry C. (1989), The Self and Social Behavior in Differing Cultural Contexts, Psychological Review, 96(July), 506-520.
53. Triandis, HarryC., Robert Bontempo, Marcelo J. Villareal, Masaaki Asai, and Nydia Lucca (1988),“IndividualismandCollectivism:Cross-CulturalPerspectiveson Self-Ingroup Relationships, Journal of Personality and Social Psychology, 54(2), 323-338.
54. Yalch, Richard F. and Rebecca Elmore-Yalch (1984), The Effect of Numbers on the Route to Persuasion, Journal of Consumer Research, 11(June), 522-527.
55. Zaichkowsky, Judith L. (1985), “Measuring the Involvement Construct, Journal of Consumer Research, 12, 341-352.
56. Zhang, Yong and Betsy D.Gelb (1996), Matching Advertising Appeals to Culture: The Influence of Products’ Use Conditions, Journal of Advertising, 25(3), 29-46.